6/18/2020 DigitalXP Marketing Accelerator

DigitalXP Marketing Accelerator

2.3 How to Find Prospects

believe in their product? Do you believe in their service? If you don't, why would you wanna work for
them in the first place? Why would you wanna help them in the first place? If they're doing
something that seems underwater, you probably don't want to touch it, okay? And the other thing is,
do they have a nice website design? For us, as a digital marketing agency, if we're working with you
in today's day and age and you have a website that looks like it's from the 1990's, we have a
problem. Because fundamentally, you don't believe in digital, okay? We can't work together, it just
doesn't make sense. How you do anything is how you do everything, and it's being reflected out
there.

Now down here as well, in terms of our monthly marketing budgets, we're looking for companies
that can spend $30,000 a month in advertising and can spend $10,000 a month when it comes to
SEO, that's just how it is right now. That's just based on the number of employees that we have, and
also you think about the type of clientele that we're used to working with. But, if you're starting out

initially, maybe your numbers aren't that high. Maybe it's a couple hundred dollars or so, and you
start to scale up. But what you start to realize, being a consultant, is that eventually, you're gonna
have to start to take your prices up as your demand starts to increase. Because you're gonna get
better and better and more and more people are gonna want you, your prices have to go up,
otherwise, you are going to be shooting yourself in the foot.

Now the other thing we put down here is that you gotta have a blog, that you have to have social
media profiles, because if they don't, again they don't believe in digital. So this is just an example of
an Ideal Client Profile, and we're just looking at some of our past clients here, just to give you some
examples. We've worked with companies like When I Work, Bigstock Photo, we've shown their
employees sites in there. That's to give whoever looks at this next to an idea of where we're going
when it comes to prospecting. So, create an Ideal Client Profile first, it doesn't matter if you're first
starting out. But do that, and then you're able to at least have a sense of a direction that you're going
in.

What I'll say a er that is, you have to know where to start looking for your people. As I mentioned,
you can go to forums. I don't know where your niche is, so I'm gonna show you how we do it, but you
can use a tool called Hunter.io. Hunter.io allows us to find di erent companies and emails from
di erent companies. Let's say I wanted to find someone from Facebook, for example, right? I can find
Facebook over here, and show ... probably not Facebook, Facebook's a webmail domain, maybe we
should use something like Nike for example. Just Nike.com, okay? And they're gonna give me an
example of what the presentation looks like, it's first.last@Nike.com. So from here, at Hunter.io, I can
sign up for it, I can pay for it, that's great.

You can also use Datanyze, for example. So for us, we look for so ware companies that are using
certain technologies. Datanyze is basically a web scraper, and I can see all the technologies di erent
websites are using. So for example, for our so ware company, if we wanna find sites that are using
Shopify ... let's say you're an e-commerce consultant and you wanna find Shopify or sites that are
using Magento, you can find it all in here. And it will help you find the contacts inside of LinkedIn.
And LinkedIn is a really good starting point to find the leads that you're looking for without having to
pay much money. Eventually, once you start to get LinkedIn working, maybe you pay the 49 or 99
dollars a month, I don't know what it is exactly, but you get things going from that perspective.

Just to show you really quick, Datanyze is great, it is a paid tool as well, I believe they have a trial. But
I can find sites that ... their Alexa rank, which is their SEO score, you don't need to know the details
around that. Anybody in the United States that are in peril, automotive consumer goods, e-learning,
all of that. I can find all of the people that have 'Marketing Manager' in their title, and I can just hit
'find connections', and what it'll do, it'll type a query into LinkedIn, and then all the results will pop
up ... I have 269 results over here. 'Marketing Manager at ColourPop Cosmetics', another one at
ColourPop Cosmetics. You can see, this works out really well. And then from there, you can basically
reach out to these people, send in-mail to them, find their email addresses, find way to connect with
them. And then from there, start a nurturing relationship.

Now, we got LinkedIn over here, and if I just go to, let's say I got to ... I don't know, I'm back here. If I
want to go to all the filters, I could basically specify I want everyone in the United States, I want them
to be second-degree connections, and then I can spec out di erent attributes I'm looking for. Maybe
they went to a specific university, for example. I can apply that, and then from there, I can basically
narrow down my search results. A lot of people are on LinkedIn.

And think about creative ways you can reach out, too. One of my friends, he also said ... for a lot of
you I think, if you're teaching yoga, or you teach gardening, you can find a lot of these people that
you're trying to reach in Facebook groups too, or you can actually message these people on
Facebook and try to develop a relationship, provide value to them, okay? Sales nowadays, it's all
about just connecting with people, not about "buy my stu , buy my stu , buy my stu ." It's how do
you help people first? How do you build a relationship first, and then maybe eventually, maybe
eventually, they'll want to buy from you. That just becomes a much easier way to sell.

So that's how you get started. You build an Ideal Client Profile first. And there's a lot of di erent ways
to prospect, I'm just showing you a few right now, but it's really important that you get this down,
and every day you follow the process, you hammer the way. Maybe in the morning, you're just doing
reach-outs. I remember what I was doing, I would spend 3 to 4 hours a day making screencaps for
video and sending them to people, emailing them, and then seeing the email bounce. And that was
pretty disheartening, but you know, you live and learn. And that's what you have to go through,
you're gonna have to take a lot of pain in the beginning, but look, I'm telling you if I can do it, you can
do it. You have to be resilient, you have to take the pain, you have to be systematic, and you'll be
good.

COMPLETE & CONTINUE 

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